Pendulum Theory (Part II of II)
Today will finish this example by showing you how to use the recruiting strategy on a positive and neutral prospect. Let’s jump right in…
The Positive Prospect:
The positive prospect says, “I love this industry, and was hoping find a good company just like yours!”
Beware of the overly positive prospect. In this case, you are probably thinking you have a lay-down. There is a god. Finally, an easy one. Don’t get too excited yet. Forget what you’ve heard about close early, and close often. Never let an overly positive prospect take you out of your recruiting process.
You say, “Oh… Interesting… That makes me a little nervous.” (fade move) “When I hear someone say that it always is a double-edged sword, because there are people in this industry who jump from one company to another. Has that been your experience?” (this is a crossover move) “Are you looking for short-term or long-term income?” (now the prospect is forced to qualify their initial response)
This positive prospect is either going to become more positive (and sold), or swing over to the negative side (which is perfectly okay because we have them moving). No matter what direction they move, we are raising their emotion level, which gets them closer to making a committed decision.
The Neutral Prospect:
The neutral prospect says, “I don’t remember filling out any form!”
Never heard that one, have you? ;-))
This prospect is neither positive nor negative about your opportunity (so technically he is neutral), but he is being evasive (which would give the appearance of being negative).
90% of people lose good neutral prospects because they focus on the opportunity instead of the reason why the person would have filled out the form. Let’s see how we handle this one.
You say, “Boy, I’ve heard that a lot.” (cushion) “Usually people don’t remember requesting information about a business opportunity until they think of the reasons they filled out the form.” (two embedded commands) “It might have been that they were remembering their long commute into work, or the frustrated feeling of being underpaid or underappreciated, or they might have been feeling overwhelmed by bills, or worried about how they were going to come up with all the money it’s going to cost to pay for their children’s college tuition.” (menu – in this case used to engage the non-communicative person in conversation) “Can you think back to when you filled out the form?” (embedded command)
That should get them moving on one direction or another – which is all we want.
If you can use Pendulum Theory in all of the calls, you will be well on your way to recruiting all the distributors in your business that you will ever need.
In the next issue of Recruiter’s Edge, we will focus on Conversational Recruiting. I will tell you the story of how I discovered this magical process, and the financial rewards that are possible when you use it.
Please don’t keep us a secret. Tell you upline and downline about us. If this newsletter was passed along to you by your upline, go to www.OptimizedMLMLeads.com and sign up for our newsletter. That way you won’t miss a single issue.
The Positive Prospect:
The positive prospect says, “I love this industry, and was hoping find a good company just like yours!”
Beware of the overly positive prospect. In this case, you are probably thinking you have a lay-down. There is a god. Finally, an easy one. Don’t get too excited yet. Forget what you’ve heard about close early, and close often. Never let an overly positive prospect take you out of your recruiting process.
You say, “Oh… Interesting… That makes me a little nervous.” (fade move) “When I hear someone say that it always is a double-edged sword, because there are people in this industry who jump from one company to another. Has that been your experience?” (this is a crossover move) “Are you looking for short-term or long-term income?” (now the prospect is forced to qualify their initial response)
This positive prospect is either going to become more positive (and sold), or swing over to the negative side (which is perfectly okay because we have them moving). No matter what direction they move, we are raising their emotion level, which gets them closer to making a committed decision.
The Neutral Prospect:
The neutral prospect says, “I don’t remember filling out any form!”
Never heard that one, have you? ;-))
This prospect is neither positive nor negative about your opportunity (so technically he is neutral), but he is being evasive (which would give the appearance of being negative).
90% of people lose good neutral prospects because they focus on the opportunity instead of the reason why the person would have filled out the form. Let’s see how we handle this one.
You say, “Boy, I’ve heard that a lot.” (cushion) “Usually people don’t remember requesting information about a business opportunity until they think of the reasons they filled out the form.” (two embedded commands) “It might have been that they were remembering their long commute into work, or the frustrated feeling of being underpaid or underappreciated, or they might have been feeling overwhelmed by bills, or worried about how they were going to come up with all the money it’s going to cost to pay for their children’s college tuition.” (menu – in this case used to engage the non-communicative person in conversation) “Can you think back to when you filled out the form?” (embedded command)
That should get them moving on one direction or another – which is all we want.
If you can use Pendulum Theory in all of the calls, you will be well on your way to recruiting all the distributors in your business that you will ever need.
In the next issue of Recruiter’s Edge, we will focus on Conversational Recruiting. I will tell you the story of how I discovered this magical process, and the financial rewards that are possible when you use it.
Please don’t keep us a secret. Tell you upline and downline about us. If this newsletter was passed along to you by your upline, go to www.OptimizedMLMLeads.com and sign up for our newsletter. That way you won’t miss a single issue.
posted by Ed Forteau at 5:42 PM
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